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Are You Asking Clients and Prospects the Right Open-Ended Questions? - Janice Mars, SalesLatitude
Are You Asking Clients and Prospects the Right Open-Ended Questions?

Open-ended questions, if asked correctly, can provide a plethora of information. What questions will you ask differently the next time you prepare for a crucial client or prospect meeting? Will you ask the right ones?

How to Avoid the Pitfalls of How You Listen - Janice Mars, SalesLatitude
How to Avoid the Pitfalls of How You Listen

At work and in sales, how you listen is a big issue. What are you doing to reconcile how you listen to make sure know the next steps with your client or prospect, and get the best outcomes?

To Be Honest, Watch Out for Saying “To Be Honest” - Janice Mars, SalesLatitude
To Be Honest, Watch Out for Saying “To Be Honest”

If you’re human, you’ve likely said “to be honest” or something similar – honestly, to tell you the truth, in all honesty, to be frank – in your everyday speech. But when you’re in sales, you need to be careful about how you use this phrase with clients and prospects. Here’s why.

Why I Hate the High Pressured Mass Email Tactic - Janice Mars, SalesLatitude
Why I Hate the High Pressured Mass Email Tactic

How do you feel when you receive an obvious mass email telling you to buy a product or service? There must be tons of people out there who absolutely must have their products and services NOW, right? Personally, this tactic pisses me off. Here’s why.

Do You Only Hear What You Want to Hear? - Janice Mars, SalesLatitude
Do You Only Hear What You Want to Hear?

Do you pitch your stuff to prospects and then find a problem it fits into later? Every sales person has “things in their bag” that they can sell. Be aware that if you only hear what you want to hear, you may be spending all your time on deals that never close.

Walking the Tightrope: How to Be a Good Sales Manager AND Sales Leader
Walking the Tightrope: How to Be a Good Sales Manager AND Sales Leader

As a sales manager, you know that your job is to develop and coach your team. You are also told that you should be a leader. But is this right for everyone? Let’s take a look at why this matters.

How Being Both Creative and Disruptive Can Make You a Top Sales Performer - Janice Mars, SalesLatitude
How Being Both Creative and Disruptive Can Make You a Top Sales Performer

Being creative and disruptive is not a big stretch for top sales performers. They are analytical and knowledgeable, able to provoke ideas, and inspire innovative solutions to buyers’ problems. Are you both a creative and disruptive sales person?